Jon Ferrara

Contact management matters, maybe more than you already know. Today’s guest knows it, which is why he goes out of his way to learn and understand even more about the business he’s in on a regular basis. Today, you’ll hear about Jon Ferrara, founder and CEO of Nimble. Listen in to learn more about his history, what Nimble does and how it can help, and some of the many things that Jon knows about CRM and content management. Episode Highlights:  History of CRM and contact management How long Jon has been running Nimble Nimble’s relationship with Microsoft Where sales professionals are today Tools and processes for building relationships Why you need a process for serving others Nimble’s discount code: JON40 How a Twitter comment shifted into LinkedIn, email, and Jon’s calendar Working on staying top of mind to prospects, customers, and influencers  Resources:  Jon Ferrara Nimble

Contact management matters, maybe more than you already know. Today’s guest knows it, which is why he goes out of his way to learn and understand even more about the business he’s in on a regular basis. Today, you’ll hear about Jon Ferrara, founder and CEO of Nimble. Listen in to learn more about his history, what Nimble does and how it can help, and some of the many things that Jon knows about CRM and content management. Episode Highlights: <ul> <li>History of CRM and contact management</li> <li>How long Jon has been running Nimble</li> <li>Nimble’s relationship with Microsoft</li> <li>Where sales professionals are today</li> <li>Tools and processes for building relationships</li> <li>Why you need a process for serving others</li> <li>Nimble’s discount code: JON40</li> <li>How a Twitter comment shifted into LinkedIn, email, and Jon’s calendar</li> <li>Working on staying top of mind to prospects, customers, and influencers</li> </ul> Resources:  <a href="https://www.linkedin.com/in/jonvferrara/" rel="nofollow" target="_blank">Jon Ferrara</a> <a href="https://www.nimble.com/" rel="nofollow" target="_blank">Nimble</a>

Episode 161: Follow up and Follow Through - Jon Ferrara

Word of mouth recommendation has always been an important part of sales. Testimonials are vital. So of course, if you can find a way to leverage customer testimonials in your sales process, you can sell more effectively and close faster. Sam Shepler’s company helps you do just that. Sam is the founder and CEO of Testimonial Hero, and in today’s episode, you’ll learn more about that company and what they do. Listen in to learn why Sam decided to start Testimonial Hero, why video testimonials are so important, and what the Testimonial Hero process is like.  Episode Highlights:  Why Sam decided to start a company dedicated to testimonials What Sam was doing before Testimonial Hero Why Sam specializes in video testimonials How COVID changed things for Sam’s company What the process is like after testimonials are sent in What kicks a service like Sam’s into high gear Who can benefit from Sam’s service The specific benefits of video The process and timeline for Sam’s team How listeners can learn more about Testimonial Hero  Resources:  Sam Shepler Testimonial Hero

Word of mouth recommendation has always been an important part of sales. Testimonials are vital. So of course, if you can find a way to leverage customer testimonials in your sales process, you can sell more effectively and close faster. Sam Shepler’s company helps you do just that. Sam is the founder and CEO of Testimonial Hero, and in today’s episode, you’ll learn more about that company and what they do. Listen in to learn why Sam decided to start Testimonial Hero, why video testimonials are so important, and what the Testimonial Hero process is like.  Episode Highlights: <ul> <li>Why Sam decided to start a company dedicated to testimonials</li> <li>What Sam was doing before Testimonial Hero</li> <li>Why Sam specializes in video testimonials</li> <li>How COVID changed things for Sam’s company</li> <li>What the process is like after testimonials are sent in</li> <li>What kicks a service like Sam’s into high gear</li> <li>Who can benefit from Sam’s service</li> <li>The specific benefits of video</li> <li>The process and timeline for Sam’s team</li> <li>How listeners can learn more about Testimonial Hero</li> </ul> Resources:  <a href="https://www.linkedin.com/in/samshepler/" rel="nofollow" target="_blank">Sam Shepler</a> <a href="https://testimonialhero.com/" rel="nofollow" target="_blank">Testimonial Hero</a>

Episode 160: The Testimonial Process - Sam Shepler

James Ontra

Compelling presentations are always difficult to create, but they’re an essential part of sales. And now there’s something that can help you organize and curate your various slides and get them ready to become a compelling presentation. Today you’re going to hear from James Ontra, the creator of the presentation management platform and communication strategy hub Shufflrr. Learn how Shufflr works, the different ways that it can help, and what inspired James to create Shufflrr in the first place.  Episode Highlights:  Whether presentation management is a part of pitch decks How things are changing with COVID and how Shufflrr helps Why people need a library of slides How the speaker notes work Getting metrics from slide usage How to get started with curating slides James’s favorite onboarding experience Whether marketing drives the collection of assets Getting copies of a presentation What inspired James to develop Shufflrr How to check out Shufflrr  Resources:  James Ontra Shufflrr

Compelling presentations are always difficult to create, but they’re an essential part of sales. And now there’s something that can help you organize and curate your various slides and get them ready to become a compelling presentation. Today you’re going to hear from James Ontra, the creator of the presentation management platform and communication strategy hub Shufflrr. Learn how Shufflr works, the different ways that it can help, and what inspired James to create Shufflrr in the first place.  Episode Highlights: <ul> <li>Whether presentation management is a part of pitch decks</li> <li>How things are changing with COVID and how Shufflrr helps</li> <li>Why people need a library of slides</li> <li>How the speaker notes work</li> <li>Getting metrics from slide usage</li> <li>How to get started with curating slides</li> <li>James’s favorite onboarding experience</li> <li>Whether marketing drives the collection of assets</li> <li>Getting copies of a presentation</li> <li>What inspired James to develop Shufflrr</li> <li>How to check out Shufflrr</li> </ul> Resources:  <a href="https://www.linkedin.com/in/jamesontra/" rel="nofollow" target="_blank">James Ontra</a> <a href="https://shufflrr.com/" rel="nofollow" target="_blank">Shufflrr</a>

Episode 159: Presentation Management - James Ontra

Nigel Green

What do farming and sales have to do with each other, and why would you want to read a sales book written like an almanac? Today’s guest has thoughts about the connections between harvesting and sales, which is why he wrote the book Revenue Harvest: A Sales Leader’s Guide for Planning the Perfect Year. Listen in to hear more about Nigel’s work, where he gets started with his clients, and why he decided to write his book the way that he did. Episode Highlights:  What Nigel does What equity-backed means to Nigel Nigel’s international clients Where Nigel gets started with advising companies How well the companies that Nigel works with know their audiences How long Nigel works with clients What prompted Nigel to put sales advice into a book that reads like an almanac The problem with taking a short-term view Where to find Nigel online Nigel’s six-step hiring process  Resources:  Nigel Green Revenue Harvest

What do farming and sales have to do with each other, and why would you want to read a sales book written like an almanac? Today’s guest has thoughts about the connections between harvesting and sales, which is why he wrote the book Revenue Harvest: A Sales Leader’s Guide for Planning the Perfect Year. Listen in to hear more about Nigel’s work, where he gets started with his clients, and why he decided to write his book the way that he did. Episode Highlights: <ul> <li>What Nigel does</li> <li>What equity-backed means to Nigel</li> <li>Nigel’s international clients</li> <li>Where Nigel gets started with advising companies</li> <li>How well the companies that Nigel works with know their audiences</li> <li>How long Nigel works with clients</li> <li>What prompted Nigel to put sales advice into a book that reads like an almanac</li> <li>The problem with taking a short-term view</li> <li>Where to find Nigel online</li> <li>Nigel’s six-step hiring process</li> </ul> Resources:  <a href="https://nigelgreen.co/" rel="nofollow" target="_blank">Nigel Green</a> <a href="https://therevenueharvest.com/" rel="nofollow" target="_blank">Revenue Harvest</a>

Episode 158: Revenue Harvest - Nigel Green

Brandon Bornancin

In an environment where many, if not most, businesses are suffering, how does a company grow by 300% during a pandemic? Today’s guest made it happen, and he wrote a book about it. Listen in to today’s episode to hear Marylou interview Brandon Bornancin, the entrepreneur who founded Seamless.AI and the author of the soon-to-be-released book Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life. Listen in to hear Brandon discuss what happened to prompt him to write his book, how his company grew during the pandemic, and why it’s important to go all out for success.  Episode Highlights:  Brandon’s book What happened to Brandon that resulted in him writing his book What Brandon’s company did to grow 300% in a pandemic The daily and weekly rhythms Brandon’s company used to enact their pandemic plan The okay-hour system Going all out for success  Resources:  Brandon Bornancin  Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life

In an environment where many, if not most, businesses are suffering, how does a company grow by 300% during a pandemic? Today’s guest made it happen, and he wrote a book about it. Listen in to today’s episode to hear Marylou interview Brandon Bornancin, the entrepreneur who founded <a href="http://Seamless.AI" rel="nofollow" target="_blank">Seamless.AI</a> and the author of the soon-to-be-released book Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life. Listen in to hear Brandon discuss what happened to prompt him to write his book, how his company grew during the pandemic, and why it’s important to go all out for success.  Episode Highlights: <ul> <li>Brandon’s book</li> <li>What happened to Brandon that resulted in him writing his book</li> <li>What Brandon’s company did to grow 300% in a pandemic</li> <li>The daily and weekly rhythms Brandon’s company used to enact their pandemic plan</li> <li>The okay-hour system</li> <li>Going all out for success</li> </ul> Resources:  <a href="https://www.linkedin.com/in/brandonbornancin/" rel="nofollow" target="_blank">Brandon Bornancin</a> <a href="https://www.amazon.com/Whatever-Takes-Transform-Business-Relationships-ebook/dp/B08M44ZVBD" rel="nofollow" target="_blank"> Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life</a>

Episode 157: Mastering Transformative Habits - Brandon Bornancin

Darrell Amy

What is the best way to align sales and marketing for revenue growth? Today’s guest has answers. Darrell Amy is the author of the book The Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Listen in to hear what Darrell has to say about the importance of processes, the power of interest, and the messaging of sales and marketing alignment. Episode Highlights:  What got Darrell interested in writing a book The alignment between marking and sales and revenue growth The revenue growth engine processes The core numbers a business needs to know The power of interest The messaging of marketing and sales alignment How to get a focused message in a large company The step by step process outlined in Darrell’s book The tools available on Darrell’s website  Resources:  Revenue Growth Engine Text “revenue” to 21000

What is the best way to align sales and marketing for revenue growth? Today’s guest has answers. Darrell Amy is the author of the book The Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Listen in to hear what Darrell has to say about the importance of processes, the power of interest, and the messaging of sales and marketing alignment. Episode Highlights: <ul> <li>What got Darrell interested in writing a book</li> <li>The alignment between marking and sales and revenue growth</li> <li>The revenue growth engine processes</li> <li>The core numbers a business needs to know</li> <li>The power of interest</li> <li>The messaging of marketing and sales alignment</li> <li>How to get a focused message in a large company</li> <li>The step by step process outlined in Darrell’s book</li> <li>The tools available on Darrell’s website</li> </ul> Resources:  <a href="https://www.revenuegrowthengine.net/" rel="nofollow" target="_blank">Revenue Growth Engine</a> Text “revenue” to 21000

Episode 156: Alignment to Accelerate Growth - Darrell Amy

Liston Witherill

What’s the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today’s guest is Liston Witherill, and his message is: serve, don’t sell. Listen in to hear what Liston has to say about what “serve, don’t sell” means, what the success path for selling services is, and the four steps that he recommends.  Episode Highlights:  Why Liston got into professional services The success path for selling services What “serve, don’t sell” means Understanding that you’re adding value Drawing the map Understanding clients’ motivation Helping people make decisions Showing what’s possible Which slides should be in your slide deck Asking questions that demonstrate that you understand the prospect’s problem Case studies and testimonials What’s in Liston’s training  Resources:  Serve Don’t Sell Modern Sales Podcast

What’s the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today’s guest is Liston Witherill, and his message is: serve, don’t sell. Listen in to hear what Liston has to say about what “serve, don’t sell” means, what the success path for selling services is, and the four steps that he recommends.  Episode Highlights: <ul> <li>Why Liston got into professional services</li> <li>The success path for selling services</li> <li>What “serve, don’t sell” means</li> <li>Understanding that you’re adding value</li> <li>Drawing the map</li> <li>Understanding clients’ motivation</li> <li>Helping people make decisions</li> <li>Showing what’s possible</li> <li>Which slides should be in your slide deck</li> <li>Asking questions that demonstrate that you understand the prospect’s problem</li> <li>Case studies and testimonials</li> <li>What’s in Liston’s training</li> </ul> Resources:  <a href="https://servedontsell.com/" rel="nofollow" target="_blank">Serve Don’t Sell</a> <a href="https://servedontsell.com/podcast/" rel="nofollow" target="_blank">Modern Sales Podcast</a>

Episode 155: Serve Don’t Sell - Liston Witherill

Jason Cutter

What is authentic persuasion? How do you build a rapport with a prospect? What does empathy have to do with making a sale? These are some of the questions that today’s guest will answer. Jason Cutter is the founder and CEO of Cutter Consulting Group and the author of the book Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker. Listen in to today’s episode to hear Jason talk about his book, the persuasion framework, and how to blend urgency, empathy, and rapport when talking to a prospect.  Episode Highlights:  How Jason came up with the title of his book Where to start becoming more authentic and persuasive How you add value in sales Where Jason was before he got into sales The sales success fundamentals that every sales conversation has to have The persuasion framework Methods for building rapport Active listening Blending urgency with rapport and empathy Finding out why the person wants to buy How intangibles factor into the sale What authenticity and persuasion have to do with the referral process Where listeners can learn more about Jason  Resources:  Jason Cutter Cutter Consulting Group Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker

What is authentic persuasion? How do you build a rapport with a prospect? What does empathy have to do with making a sale? These are some of the questions that today’s guest will answer. Jason Cutter is the founder and CEO of Cutter Consulting Group and the author of the book Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker. Listen in to today’s episode to hear Jason talk about his book, the persuasion framework, and how to blend urgency, empathy, and rapport when talking to a prospect.  Episode Highlights: <ul> <li>How Jason came up with the title of his book</li> <li>Where to start becoming more authentic and persuasive</li> <li>How you add value in sales</li> <li>Where Jason was before he got into sales</li> <li>The sales success fundamentals that every sales conversation has to have</li> <li>The persuasion framework</li> <li>Methods for building rapport</li> <li>Active listening</li> <li>Blending urgency with rapport and empathy</li> <li>Finding out why the person wants to buy</li> <li>How intangibles factor into the sale</li> <li>What authenticity and persuasion have to do with the referral process</li> <li>Where listeners can learn more about Jason</li> </ul> Resources:  <a href="https://www.linkedin.com/in/jascut/" rel="nofollow" target="_blank">Jason Cutter</a> <a href="https://www.cutterconsultinggroup.com/" rel="nofollow" target="_blank">Cutter Consulting Group</a> <a href="https://www.authenticpersuasion.com/" rel="nofollow" target="_blank">Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker</a>

Episode 154: Authentic Persuasion - Jason Cutter

Trish Bertuzzi

What do you know about team selling? What are the advantages to approaching sales from a team position? In today’s episode, you’ll hear from Trish Bertuzzi, founder and CEO of The Bridge Group and author of The Sales Development Playbook. Listen in to hear what Trish has to say about what team selling models look like, what the benefits of the team selling approaches are, and how you can start thinking about team selling as an option in your business. Episode Highlights:   What team selling means What a team selling model looks like Hybrid roles How to start looking at team selling as an option Different versions of team selling Developing a team sales strategy that makes sense for you What account hierarchy looks like The continuity of team selling What you can learn from being part of a team Why you need to think differently about your selling model Where sales goes from here  Resources:   Trish Bertuzzi The Bridge Group

What do you know about team selling? What are the advantages to approaching sales from a team position? In today’s episode, you’ll hear from Trish Bertuzzi, founder and CEO of The Bridge Group and author of The Sales Development Playbook. Listen in to hear what Trish has to say about what team selling models look like, what the benefits of the team selling approaches are, and how you can start thinking about team selling as an option in your business. Episode Highlights:  <ul> <li>What team selling means</li> <li>What a team selling model looks like</li> <li>Hybrid roles</li> <li>How to start looking at team selling as an option</li> <li>Different versions of team selling</li> <li>Developing a team sales strategy that makes sense for you</li> <li>What account hierarchy looks like</li> <li>The continuity of team selling</li> <li>What you can learn from being part of a team</li> <li>Why you need to think differently about your selling model</li> <li>Where sales goes from here</li> </ul> Resources:  <a href="https://www.linkedin.com/in/trishbertuzzi/" rel="nofollow" target="_blank"> Trish Bertuzzi</a> <a href="https://www.bridgegroupinc.com/" rel="nofollow" target="_blank">The Bridge Group</a>

Episode 153: Developing a Team Selling Strategy - Trish Bertuzzi 

Jeff Shore

Following up is a vital part of the sales process that is often overlooked. Are you following up when you should be? What are the best strategies for following up? What method of follow up is most popular – and is the most popular method really the best method? To learn more, listen to today’s episode in which you’ll hear from Jeff Shore, who’s recently released a book geared toward giving you the information that you need to know about the importance of and best practices for follow up. Episode Highlights:   Why Jeff wrote his new book, Follow Up and Close the Sale How the book is organized What follow up isn’t What follow up is for How follow up shows customers how much we care The strategy of follow up Why email shouldn’t be the number one method of follow up Jeff’s definition of the lead conversion hour How to get immersed in the follow up process The story of Bill Porter The knee of the curve  Resources:   Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit

Following up is a vital part of the sales process that is often overlooked. Are you following up when you should be? What are the best strategies for following up? What method of follow up is most popular – and is the most popular method really the best method? To learn more, listen to today’s episode in which you’ll hear from Jeff Shore, who’s recently released a book geared toward giving you the information that you need to know about the importance of and best practices for follow up. Episode Highlights:  <ul> <li>Why Jeff wrote his new book, Follow Up and Close the Sale</li> <li>How the book is organized</li> <li>What follow up isn’t</li> <li>What follow up is for</li> <li>How follow up shows customers how much we care</li> <li>The strategy of follow up</li> <li>Why email shouldn’t be the number one method of follow up</li> <li>Jeff’s definition of the lead conversion hour</li> <li>How to get immersed in the follow up process</li> <li>The story of Bill Porter</li> <li>The knee of the curve</li> </ul> Resources:  <a href="https://www.amazon.com/gp/product/B084YZ19DZ/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0" rel="nofollow" target="_blank"> Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit</a>

Episode 152: What You Need to Know About Following Up - Jeff Shore 

Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month?  This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.

Your voice goes in and out and is scratchy in most podcasts. It&#39;s not just me who can hear this either

Your voice

Great podcast for all of those interested in and in need of stronger sales skills. Highly recommend!

Actionable and Easy To Listen To

Predictable Prospecting's Podcast

Prezi is the revolutionary new presentation software that’ll change the way marketing and sales professionals think about making connections with clients. What makes Prezi unique from a standard PowerPoint presentation? Prezi harnesses the power of visual thinking by creating a visual roadmap of the story you want to convey to a viewer. In this interview, we discuss the how and why behind visual thinking, using Prezi to track consumer engagement, and how to begin using Prezi in your workplace. Episode Highlights:  Tracking engagement How a tool like Prezi can shorten the sales cycle: Conversational Presenting Identifying how people think Retraining your brain to see the Prezi roadmap Customer examples Getting started with Prezi  Resources:  Prezi Customer Stories:   https://www.youtube.com/watch?v=2ugq__LYjuU https://www.youtube.com/watch?v=OIqfbd5o3C0  https://www.youtube.com/watch?v=ZErz6VRJduU&amp;feature=youtu.be   

<a href="https://prezi.com/" rel="nofollow" target="_blank">Prezi</a> is the revolutionary new presentation software that’ll change the way marketing and sales professionals think about making connections with clients. What makes Prezi unique from a standard PowerPoint presentation? Prezi harnesses the power of visual thinking by creating a visual roadmap of the story you want to convey to a viewer. In this interview, we discuss the how and why behind visual thinking, using Prezi to track consumer engagement, and how to begin using Prezi in your workplace. Episode Highlights: <ul> <li>Tracking engagement</li> <li>How a tool like Prezi can shorten the sales cycle: Conversational Presenting</li> <li>Identifying how people think</li> <li>Retraining your brain to see the Prezi roadmap</li> <li>Customer examples</li> <li>Getting started with Prezi</li> </ul> Resources: <ul> <li>Prezi Customer Stories:</li> <li> <ul> <li><a href="https://www.youtube.com/watch?v=2ugq__LYjuU" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=2ugq__LYjuU</a></li> <li><a href="https://www.youtube.com/watch?v=OIqfbd5o3C0" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=OIqfbd5o3C0</a></li> <li><a href="https://www.youtube.com/watch?v=ZErz6VRJduU&amp;feature=youtu.be" rel="nofollow" target="_blank"> https://www.youtube.com/watch?v=ZErz6VRJduU&amp;feature=youtu.be</a></li> </ul> </li> </ul>

Episode 57: The Power of Prezi

Tony Hughes

LEAD

The number one problem most sales people say they have is lack of pipeline. Yet, lack of pipeline is usually a symptom of other issues. The three key issues that affect lack of pipeline are having the wrong mindset, using the wrong narrative, and executing the wrong activities.  Today, I speak with LinkedIn’s most read author of B2B selling content. Tony Hughes is a sales improvement consultant and bestselling author. His new book Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales is available for pre-order and will be released in January of 2018. In our conversation, we attack the myths around prospecting and lead generation. Tony also shares some wonderful actionable tips that you can implement right away.  Episode Highlights:   Treating predictable prospecting as a process. Separation of roles that actually work in large organizations. How sellers need to generate their own pipeline. Everyone in the organization needs to be prospecting and looking for referrals. Getting to a point where the sales process is a habit. After engaging with a client ask for a referral. Lead with why the conversation should matter and add value. Help, help, help and then ask. Ask is this email helping a prospects challenge? If no, don’t send. Speak to prospects at the level of a peer. Combo sell with phone, email, social, etc. using the right narrative. Buyers are interested in what is going on in their industry, provide value. Try to reach a range of people within an organization with the right narrative. More focus on customer experience and human engagement. Embracing technology and the way you sell. Being politely persistent.   Resources:   Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales Tony Hughes on LinkedIn Tony’s Keynote Speaker Website RSVP Selling Tony on Twitter @rsvpselling  Cracking The Sales Management Code : The Secrets to Measuring and Managing Sales Performance 

The number one problem most sales people say they have is lack of pipeline. Yet, lack of pipeline is usually a symptom of other issues. The three key issues that affect lack of pipeline are having the wrong mindset, using the wrong narrative, and executing the wrong activities.  Today, I speak with LinkedIn’s most read author of B2B selling content. <a href="http://linkedin.com/in/hughestony" rel="nofollow" target="_blank">Tony Hughes</a> is a sales improvement consultant and bestselling author. His new book <a href="http://a.co/8jJ159q" rel="nofollow" target="_blank">Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales</a> is available for pre-order and will be released in January of 2018. In our conversation, we attack the myths around prospecting and lead generation. Tony also shares some wonderful actionable tips that you can implement right away.  Episode Highlights:  <ul> <li>Treating predictable prospecting as a process.</li> <li>Separation of roles that actually work in large organizations.</li> <li>How sellers need to generate their own pipeline.</li> <li>Everyone in the organization needs to be prospecting and looking for referrals.</li> <li>Getting to a point where the sales process is a habit.</li> <li>After engaging with a client ask for a referral.</li> <li>Lead with why the conversation should matter and add value.</li> <li>Help, help, help and then ask.</li> <li>Ask is this email helping a prospects challenge? If no, don’t send.</li> <li>Speak to prospects at the level of a peer.</li> <li>Combo sell with phone, email, social, etc. using the right narrative.</li> <li>Buyers are interested in what is going on in their industry, provide value.</li> <li>Try to reach a range of people within an organization with the right narrative.</li> <li>More focus on customer experience and human engagement.</li> <li>Embracing technology and the way you sell. Being politely persistent. </li> </ul> Resources:  <ul> <li><a href="http://a.co/8jJ159q" rel="nofollow" target="_blank">Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales</a></li> <li><a href="http://linkedin.com/in/hughestony" rel="nofollow" target="_blank">Tony Hughes on LinkedIn</a></li> <li><a href="https://www.tonyhughes.com.au/" rel="nofollow" target="_blank">Tony’s Keynote Speaker Website</a></li> <li><a href="https://www.rsvpselling.com/" rel="nofollow" target="_blank">RSVP Selling</a></li> <li><a href="https://twitter.com/rsvpselling" rel="nofollow" target="_blank">Tony on Twitter @rsvpselling</a></li> <li><a href="https://www.amazon.com/Cracking-Sales-Management-Code-Performance/dp/1259028747" rel="nofollow" target="_blank"> Cracking The Sales Management Code : The Secrets to Measuring and Managing Sales Performance</a></li> </ul>

Episode 70: Prospecting and Lead Generation Myths - Tony Hughes

Patrick Rodgers

Without prospects, there will be no sales. Yet, companies can struggle with incorporating prospecting into the sales process and getting people to balance the time spent prospecting compared with the all important task of closing the deal. This issue can be especially prevalent with leaner bootstrapped companies. Today, we will learn about an innovative method of solving this problem and attracting new sales talent.   Today, I speak with Patrick Rodgers who is VP of Sales at LearnCore a leading sales training and coaching platform that combines technology with people for optimum results. Patrick is leading and building the sales organization for this bootstrapped company. We talk about the idea of prospecting as a sales function and some of the challenges when expecting AEs to close and prospect. Episode Highlights:  Challenges of scaling a bootstrapped company Difficulty of finding AEs who would go through the entire sales cycle Starting a 9 - 12 month sales training focused on prospecting Learning the process from start to finish they became top producers The program allowed growth acceleration and attracted talent Getting a perspective from different sales representatives Sales roles in the sales funnel process Shadowing into different areas and hitting sales goals Opening doors for the team and making it an easier path Challenges getting AEs to value the meetings set up by SDRs Having a blueprint for AEs so that SDRs and AEs work together Moving from sheer will to habit when changing roles Breaking down the training perspective into a career path  Resources:  LearnCore Patrick Rodgers on LinkedIn Patrick Rodgers on Twitter @P_Rodge 

Without prospects, there will be no sales. Yet, companies can struggle with incorporating prospecting into the sales process and getting people to balance the time spent prospecting compared with the all important task of closing the deal. This issue can be especially prevalent with leaner bootstrapped companies. Today, we will learn about an innovative method of solving this problem and attracting new sales talent.   Today, I speak with Patrick Rodgers who is VP of Sales at LearnCore a leading sales training and coaching platform that combines technology with people for optimum results. Patrick is leading and building the sales organization for this bootstrapped company. We talk about the idea of prospecting as a sales function and some of the challenges when expecting AEs to close and prospect. Episode Highlights: <ul> <li>Challenges of scaling a bootstrapped company</li> <li>Difficulty of finding AEs who would go through the entire sales cycle</li> <li>Starting a 9 - 12 month sales training focused on prospecting</li> <li>Learning the process from start to finish they became top producers</li> <li>The program allowed growth acceleration and attracted talent</li> <li>Getting a perspective from different sales representatives</li> <li>Sales roles in the sales funnel process</li> <li>Shadowing into different areas and hitting sales goals</li> <li>Opening doors for the team and making it an easier path</li> <li>Challenges getting AEs to value the meetings set up by SDRs</li> <li>Having a blueprint for AEs so that SDRs and AEs work together</li> <li>Moving from sheer will to habit when changing roles</li> <li>Breaking down the training perspective into a career path</li> </ul> Resources: <ul> <li><a href="https://learncore.com/" rel="nofollow" target="_blank">LearnCore</a></li> <li><a href="https://www.linkedin.com/in/prodg/" rel="nofollow" target="_blank">Patrick Rodgers on LinkedIn</a></li> <li><a href="https://twitter.com/p_rodge?lang=en" rel="nofollow" target="_blank">Patrick Rodgers on Twitter @P_Rodge</a></li> </ul>

Episode 72: Prospecting as a Function of Sales - Patrick Rodgers

Mario Martinez Jr

Mario Martinez Jr. is the CEO and founder of a fantastic company called Vengreso. They are a B2B digital sales transformation company and they do their magic through content marketing, social selling, and a variety of things. Mario spent 82 consecutive quarters in B2B sales and leadership roles growing hundreds of millions of dollars in revenue annually.Mario is one of 19 sales influencers invited to appear in the Salesforce documentary film "The Story of Sales" to be launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018's Top 10 Sales Influencers by The Modern Sales Magazine, and in 2017 he was named the Top 25 Inside Sales Professional and the 6th Most Influential Social Selling Leader globally.As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today's modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He's been featured in Forbes, INC., the Examiner.com and is a contributor to the Huffington Post. He's a highly sought-after Keynote Speaker with brands such as LinkedIn, SAP, and Cisco. He is also known to open a keynote with a Salsa dance. Episode Highlights:  Social versus digital and how social selling to engage, build relationships, and create conversations will just become selling. Digital is just using your online presence to establish and create a personal and professional presence. It’s about discovering a platform to engage with your clients. After engaging with clients, we need to connect with them to sell to them. Feeding your network isn’t just putting content in your feed, it is also providing customized information to individual prospects and clients. It’s also a good idea to automate what you can. The sales job is to prospect one-on-one. Marketing is one to many. The five steps to digital selling. Have the right brand. Correctly initiate, engage, and maintain a relationship. Do the research and use tools to effectively connect with buyers. Feed your network regularly. Measure your prospecting success through the number of conversations you have. The two, three, and four-week meeting request rule: “Here are three dates and times that work for me.” Also look for when in the day the buyer likes to meet. Asking for a 30 minute as opposed to a 15 minute appointment. The sole purpose of identifying whether a prospect has a problem that you can solve. Three by three rule. Research the person, the company, and get to know the prospect a bit before the meeting. Find three things in three minutes to incorporate into the conversation that show that you did your homework.  Resources:  Vengreso Home Page Vengreso Personal Branding Vengreso Content Sharing Mario Martinez Jr on LinkedIn  Vengreso on YouTube @M_3jr on Twitter 

Mario Martinez Jr. is the CEO and founder of a fantastic company called Vengreso. They are a B2B digital sales transformation company and they do their magic through content marketing, social selling, and a variety of things. Mario spent 82 consecutive quarters in B2B sales and leadership roles growing hundreds of millions of dollars in revenue annually.Mario is one of 19 sales influencers invited to appear in the Salesforce documentary film "The Story of Sales" to be launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018's Top 10 Sales Influencers by The Modern Sales Magazine, and in 2017 he was named the Top 25 Inside Sales Professional and the 6th Most Influential Social Selling Leader <a href="http://globally.As" rel="nofollow" target="_blank">globally.As</a> a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today's modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He's been featured in Forbes, INC., the <a href="http://Examiner.com" rel="nofollow" target="_blank">Examiner.com</a> and is a contributor to the Huffington Post. He's a highly sought-after Keynote Speaker with brands such as LinkedIn, SAP, and Cisco. He is also known to open a keynote with a Salsa dance. Episode Highlights: <ul> <li>Social versus digital and how social selling to engage, build relationships, and create conversations will just become selling.</li> <li>Digital is just using your online presence to establish and create a personal and professional presence.</li> <li>It’s about discovering a platform to engage with your clients.</li> <li>After engaging with clients, we need to connect with them to sell to them.</li> <li>Feeding your network isn’t just putting content in your feed, it is also providing customized information to individual prospects and clients.</li> <li>It’s also a good idea to automate what you can.</li> <li>The sales job is to prospect one-on-one. Marketing is one to many.</li> <li>The five steps to digital selling. Have the right brand. Correctly initiate, engage, and maintain a relationship. Do the research and use tools to effectively connect with buyers. Feed your network regularly. Measure your prospecting success through the number of conversations you have.</li> <li>The two, three, and four-week meeting request rule: “Here are three dates and times that work for me.” Also look for when in the day the buyer likes to meet.</li> <li>Asking for a 30 minute as opposed to a 15 minute appointment.</li> <li>The sole purpose of identifying whether a prospect has a problem that you can solve.</li> <li>Three by three rule. Research the person, the company, and get to know the prospect a bit before the meeting. Find three things in three minutes to incorporate into the conversation that show that you did your homework.</li> </ul> Resources: <ul> <li><a href="http://bit.ly/VengresoHomePage" rel="nofollow" target="_blank">Vengreso Home Page</a></li> <li><a href="http://bit.ly/VengresoPersonalBranding" rel="nofollow" target="_blank">Vengreso Personal Branding</a></li> <li><a href="http://bit.ly/VengresoContentSharing" rel="nofollow" target="_blank">Vengreso Content Sharing</a></li> <li><a href="https://www.linkedin.com/in/mthreejr/" rel="nofollow" target="_blank">Mario Martinez Jr on LinkedIn</a></li> <li><a href="https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1" rel="nofollow" target="_blank"> Vengreso on YouTube</a></li> <li><a href="https://twitter.com/M_3jr" rel="nofollow" target="_blank">@M_3jr on Twitter</a></li> </ul>

Episode 87: The Five Steps to Digital Selling - Mario Martinez Jr

Jason Bay

Just the idea of prospecting can be stressful. Calling strangers can take a real toll on you, and it’s easy to get discouraged and believe that prospecting isn’t right for you. But within a predictable framework, prospecting doesn’t have to be so difficult. That’s part of what today’s guest is here to talk about. Joining the podcast today is Jason Bay. He is the Co-Founder and Chief Founding Officer of Blissful Prospecting, a company that works with clients to create a predictable prospecting system. Listen in to hear what Jason has to say about how he got into prospecting, his approach to creating personas, and how to address common errors in messaging. Episode Highlights:  What prompted Jason’s interest in prospecting Mixing modalities How much time Jason spends in the planning stages with clients to develop messaging Jason’s approach to personas The ideal client profile identifier Applying the research to one-person consulting businesses Errors in messaging that Jason sees frequently Jason’s REPLY method Incorporating personalization in messaging  Resources: Jason Bay  Blissful Prospecting  Selling Above and Below the Line Free Guide to Getting Started with Video Prospecting

Just the idea of prospecting can be stressful. Calling strangers can take a real toll on you, and it’s easy to get discouraged and believe that prospecting isn’t right for you. But within a predictable framework, prospecting doesn’t have to be so difficult. That’s part of what today’s guest is here to talk about. Joining the podcast today is Jason Bay. He is the Co-Founder and Chief Founding Officer of Blissful Prospecting, a company that works with clients to create a predictable prospecting system. Listen in to hear what Jason has to say about how he got into prospecting, his approach to creating personas, and how to address common errors in messaging. Episode Highlights: <ul> <li>What prompted Jason’s interest in prospecting</li> <li>Mixing modalities</li> <li>How much time Jason spends in the planning stages with clients to develop messaging</li> <li>Jason’s approach to personas</li> <li>The ideal client profile identifier</li> <li>Applying the research to one-person consulting businesses</li> <li>Errors in messaging that Jason sees frequently</li> <li>Jason’s REPLY method</li> <li>Incorporating personalization in messaging</li> </ul> Resources: <a href="https://www.linkedin.com/in/jasondbay" rel="nofollow" target="_blank">Jason Bay</a> <a href="https://d.docs.live.net/19380b3e690d1b31/Documents/2019/Work/May/Podcast%20Motor/blissfulprospecting.com" rel="nofollow" target="_blank"> Blissful Prospecting</a> <a href="https://www.amazon.com/dp/B00KZ4TNRM/ref=dp-kindle-redirect?_encoding=UTF8&amp;btkr=1" rel="nofollow" target="_blank"> Selling Above and Below the Line</a> <a href="https://blissfulprospecting.com/marylou" rel="nofollow" target="_blank">Free Guide to Getting Started with Video Prospecting</a>

Episode 133: Successful (Not Stressful) Prospecting - Jason Bay

Alex Greer

When you’re prospecting, having just a little bit of information can be the key to getting your foot in the door and growing your pipeline. Timing your call or email just right or having the perfect conversation starter can make all the difference when it comes to making a sale. If you know that the company you’re looking at has just launched a new project that can benefit from the products you sell or is getting ready to evaluate solutions for the type of service you’re selling, you’re better able to strike while the iron is hot. Today’s guest is Alex Greer, the founder and CEO of Signal HQ. Signal is a type of technology that you can use to help you get the kind of information that you need to make your sales pitch more effective and help you strategize more easily. Listen the episode to hear Alex explain what Signal HQ does and how it can help with sales. Episode Highlights:  What Alex did before becoming the founder and CEO of Signal HQ What Signal HQ does Why Alex started Signal HQ Which types of signals Alex’s company focuses on, and which types of signals might also get focus as time goes on How Signal HQ can help prospectors prioritize and make the most effective decisions about how to use their time Why sales teams are slower than other departments to pick up on some newer technologies that can help them sell more effectively How the data provided by Signal HQ can help sales people start conversations with prospects  Resources: Alex Greer Signal HQ

When you’re prospecting, having just a little bit of information can be the key to getting your foot in the door and growing your pipeline. Timing your call or email just right or having the perfect conversation starter can make all the difference when it comes to making a sale. If you know that the company you’re looking at has just launched a new project that can benefit from the products you sell or is getting ready to evaluate solutions for the type of service you’re selling, you’re better able to strike while the iron is hot. Today’s guest is Alex Greer, the founder and CEO of Signal HQ. Signal is a type of technology that you can use to help you get the kind of information that you need to make your sales pitch more effective and help you strategize more easily. Listen the episode to hear Alex explain what Signal HQ does and how it can help with sales. Episode Highlights: <ul> <li>What Alex did before becoming the founder and CEO of Signal HQ</li> <li>What Signal HQ does</li> <li>Why Alex started Signal HQ</li> <li>Which types of signals Alex’s company focuses on, and which types of signals might also get focus as time goes on</li> <li>How Signal HQ can help prospectors prioritize and make the most effective decisions about how to use their time</li> <li>Why sales teams are slower than other departments to pick up on some newer technologies that can help them sell more effectively</li> <li>How the data provided by Signal HQ can help sales people start conversations with prospects</li> </ul> Resources: <a href="https://www.linkedin.com/in/alexanderpgreer/" rel="nofollow" target="_blank">Alex Greer</a> <a href="http://signal-hq.com/" rel="nofollow" target="_blank">Signal HQ</a>

Episode 114: Timing is Everything - Alex Greer

Nick Hart

Prospecting involves more than just one conversation. It’s a series of conversations, and as the prospector, it’s up to you to keep the interactions going. This can result in a lot of work. You need to remember when the last time was that you talked to a particular prospect, work out when the next good time to contact them will be, and figure out what to say – and you have to repeat this process for multiple prospects. Luckily, there are tools that can help streamline this process for you. Today’s guest is Nick Hart, a strategic customer service manager for Outreach.io. Outreach is a tool that performs much of the work for you. It can help you plan your follow-up conversations, make sure that the correct messages are being delivered at the right times and to the right people, and prevent you from forgetting or delaying crucial follow-ups. Listen the episode to hear Nick explain what Outreach does, how to use different types of messaging, and what types of email statistics Nick sees on a regular basis. Episode Highlights:  What Outreach does How Outreach helps salespeople get the right message across at the right time The importance of being both efficient and effective How certain types of messaging can help prospects see salespeople as real people, which can make prospects more responsive How asking permission can be a form of a call to action How to slow down and space out value ads across multiple emails The importance of crafting different messages for different personas Statistics for email open rates, reply rates, and bounce rates  Resources: Nick Hart Outreach Email Nick at: nick.hart@outreach.io

Prospecting involves more than just one conversation. It’s a series of conversations, and as the prospector, it’s up to you to keep the interactions going. This can result in a lot of work. You need to remember when the last time was that you talked to a particular prospect, work out when the next good time to contact them will be, and figure out what to say – and you have to repeat this process for multiple prospects. Luckily, there are tools that can help streamline this process for you. Today’s guest is Nick Hart, a strategic customer service manager for <a href="http://Outreach.io" rel="nofollow" target="_blank">Outreach.io</a>. Outreach is a tool that performs much of the work for you. It can help you plan your follow-up conversations, make sure that the correct messages are being delivered at the right times and to the right people, and prevent you from forgetting or delaying crucial follow-ups. Listen the episode to hear Nick explain what Outreach does, how to use different types of messaging, and what types of email statistics Nick sees on a regular basis. Episode Highlights: <ul> <li>What Outreach does</li> <li>How Outreach helps salespeople get the right message across at the right time</li> <li>The importance of being both efficient and effective</li> <li>How certain types of messaging can help prospects see salespeople as real people, which can make prospects more responsive</li> <li>How asking permission can be a form of a call to action</li> <li>How to slow down and space out value ads across multiple emails</li> <li>The importance of crafting different messages for different personas</li> <li>Statistics for email open rates, reply rates, and bounce rates</li> </ul> Resources: <a href="https://www.linkedin.com/in/nickhart89/" rel="nofollow" target="_blank">Nick Hart</a> <a href="https://www.outreach.io/" rel="nofollow" target="_blank">Outreach</a> Email Nick at: nick.hart@outreach.io

Episode 115: Maintaining Relationships with Prospects - Nick Hart

Phil M. Jones

All sales start with a conversation, whether that happens over the phone, in person, or through email or direct mail. When it’s your job to start the conversation that will lead to a sale, you definitely want to begin with the right words. Today’s guest knows a lot about which words will best help you approach those conversations. Phil M. Jones is a professional sales coach and speaker. He’s also an author whose books Exactly What to Say and Exactly How to Sell provide the phrases and frameworks that can help demystify the sales process and increase confidence and sales success. Listen to the episode to hear what Phil has to say about the importance of word choice, the steps between a conversation and a sale, and the best kind of framework for a cold call. Episode Highlights:  The worst time to think about what you’re going to say The importance of word choice How Phil came up with the phrases in his book Exactly What to Say How the phrases from Phil’s book can be applied in both spoken and written conversations The steps between a conversation and a sale Sales scenarios where Phil’s phrases and formulas can be applied Why you should avoid asking if now is a good time to talk when calling prospects How to get to the heart of the conversation right from the start Why it helps to have a framework for sales conversations Why you should schedule a next action before you hang up the phone The framework that works best for a cold call Why it’s important to practice these conversational frameworks  Resources: Phil M. Jones Phil’s Website  Exactly What to Say  Exactly How to Sell  Phil’s You Tube Channel

All sales start with a conversation, whether that happens over the phone, in person, or through email or direct mail. When it’s your job to start the conversation that will lead to a sale, you definitely want to begin with the right words. Today’s guest knows a lot about which words will best help you approach those conversations. Phil M. Jones is a professional sales coach and speaker. He’s also an author whose books Exactly What to Say and Exactly How to Sell provide the phrases and frameworks that can help demystify the sales process and increase confidence and sales success. Listen to the episode to hear what Phil has to say about the importance of word choice, the steps between a conversation and a sale, and the best kind of framework for a cold call. Episode Highlights: <ul> <li>The worst time to think about what you’re going to say</li> <li>The importance of word choice</li> <li>How Phil came up with the phrases in his book Exactly What to Say</li> <li>How the phrases from Phil’s book can be applied in both spoken and written conversations</li> <li>The steps between a conversation and a sale</li> <li>Sales scenarios where Phil’s phrases and formulas can be applied</li> <li>Why you should avoid asking if now is a good time to talk when calling prospects</li> <li>How to get to the heart of the conversation right from the start</li> <li>Why it helps to have a framework for sales conversations</li> <li>Why you should schedule a next action before you hang up the phone</li> <li>The framework that works best for a cold call</li> <li>Why it’s important to practice these conversational frameworks</li> </ul> Resources: <a href="https://www.linkedin.com/in/philmjones/" rel="nofollow" target="_blank">Phil M. Jones</a> <a href="https://www.philmjones.com/" rel="nofollow" target="_blank">Phil’s Website</a> <a href="https://www.amazon.com/Exactly-What-Say-Influence-Impact/dp/0692881956" rel="nofollow" target="_blank"> Exactly What to Say</a> <a href="https://www.amazon.com/Exactly-How-Sell-Non-Sales-Professionals/dp/1119473454" rel="nofollow" target="_blank"> Exactly How to Sell</a> <a href="https://www.youtube.com/channel/UCLWWXCVC_fvqjPN-PlLpSdw" rel="nofollow" target="_blank"> Phil’s You Tube Channel</a>

Episode 106: What to Say and When to Say it - Phil M. Jones

Tito Bohrt

Building sales pods is the latest fad to hit sales departments worldwide, but is it really the best way to set up your team? In this episode we’re chatting with Tito Bohrt, CEO of AltiSales and Chief of Sales Staff at AppBuddy, about his unique concept of architecture of the sales organization. Bohrt walks us through his philosophy on POD and round robin factory models of organization, and when the best time to use each is! Episode Highlights:  Introducing Tito Bohrt Defining the POD and the round robin factory models When to use each type of organization model Client success stories When is the best time to implement a new organizational structure? Account based selling, prospects, and the POD and farming models Being pleasantly persistent  Resources:  “Sales Pods - Nice in Theory, Not so in Practice” blog post by Tito Bohrt  The tech stack Tito Bohrt uses when building early stage sales teams::  CRM: Salesforce Lead Research: Linkedin Sales Navigator, ZoomInfo and Hunter.io Sales Automation: Outreach.io Phone system: Outreach.io + Jabra Headset Pipeline Management: GridBuddy E-Signatures: Rightsignature  Why does he use these products?  Salesforce: Good to start with this from day 1. There's no better CRM, and switching CRMs later can be costly Linkedin Sales Nav: The most up to date employees and titles to help you find Buyer Personas at your ICP ZoomInfo: The best source for direct lines, lots of accurate emails as well. Hunter.io: Good tech to help you guess emails if you don't find them on ZoomInfo Outreach.io: Allows the tracking of all KPIs for SDRs and has the dialer integrated. This is a must have for SDR teams at every B2B company. Very superior to SalesLoft when it comes to analytics and customizations Jabra Headset: Likely the best sound quality, but also pricey. If on a budget, any USB headset (even those for gaming) will be good enough. GridBuddy: GridBuddy gives you an excel-like interface to make sales reps lives easier and allowing sales leaders to capture all the data they need for accurate forecasts and analyzing KPIs. This is another must have if you are a data-driven company (and you should be). Rightsignature: All the e-sig capabilities you need for an affordable price.  Want more from Tito Bohrt? Connect with him on Linkedin or send him an email: tito@altisales.com

Building sales pods is the latest fad to hit sales departments worldwide, but is it really the best way to set up your team? In this episode we’re chatting with Tito Bohrt, CEO of <a href="http://altisales.com/" rel="nofollow" target="_blank">AltiSales</a> and Chief of Sales Staff at <a href="http://www.appbuddy.com/" rel="nofollow" target="_blank">AppBuddy</a>, about his unique concept of architecture of the sales organization. Bohrt walks us through his philosophy on POD and round robin factory models of organization, and when the best time to use each is! Episode Highlights: <ul> <li>Introducing Tito Bohrt</li> <li>Defining the POD and the round robin factory models</li> <li>When to use each type of organization model</li> <li>Client success stories</li> <li>When is the best time to implement a new organizational structure?</li> <li>Account based selling, prospects, and the POD and farming models</li> <li>Being pleasantly persistent</li> </ul> Resources: <ul> <li>“<a href="https://www.linkedin.com/pulse/sales-pods-nice-theory-so-practice-tito-bohrt" rel="nofollow" target="_blank">Sales Pods - Nice in Theory, Not so in Practice”</a> blog post by Tito Bohrt</li> </ul> The tech stack Tito Bohrt uses when building early stage sales teams:: <ul> <li>CRM: <a href="https://www.salesforce.com/" rel="nofollow" target="_blank">Salesforce</a></li> <li>Lead Research: <a href="https://premium.linkedin.com/sales/features" rel="nofollow" target="_blank">Linkedin Sales Navigator</a>, <a href="https://www.zoominfo.com/" rel="nofollow" target="_blank">ZoomInfo</a> and <a href="http://hunter.io/" rel="nofollow" target="_blank">Hunter.io</a></li> <li>Sales Automation: <a href="http://outreach.io/" rel="nofollow" target="_blank">Outreach.io</a></li> <li>Phone system: <a href="http://outreach.io/" rel="nofollow" target="_blank">Outreach.io</a> + <a href="http://www.jabra.com/" rel="nofollow" target="_blank">Jabra</a> Headset</li> <li>Pipeline Management: <a href="http://www.appbuddy.com/gridbuddy" rel="nofollow" target="_blank">GridBuddy</a></li> <li>E-Signatures: <a href="https://rightsignature.com/" rel="nofollow" target="_blank">Rightsignature</a></li> </ul> Why does he use these products? <ul> <li>Salesforce: Good to start with this from day 1. There's no better CRM, and switching CRMs later can be costly</li> <li>Linkedin Sales Nav: The most up to date employees and titles to help you find Buyer Personas at your ICP</li> <li>ZoomInfo: The best source for direct lines, lots of accurate emails as well.</li> <li><a href="http://hunter.io/" rel="nofollow" target="_blank">Hunter.io</a>: Good tech to help you guess emails if you don't find them on ZoomInfo</li> <li><a href="http://outreach.io/" rel="nofollow" target="_blank">Outreach.io</a>: Allows the tracking of all KPIs for SDRs and has the dialer integrated. This is a must have for SDR teams at every B2B company. Very superior to SalesLoft when it comes to analytics and customizations</li> <li>Jabra Headset: Likely the best sound quality, but also pricey. If on a budget, any USB headset (even those for gaming) will be good enough.</li> <li>GridBuddy: GridBuddy gives you an excel-like interface to make sales reps lives easier and allowing sales leaders to capture all the data they need for accurate forecasts and analyzing KPIs. This is another must have if you are a data-driven company (and you should be).</li> <li>Rightsignature: All the e-sig capabilities you need for an affordable price.</li> </ul> Want more from Tito Bohrt? Connect with him on <a href="https://www.linkedin.com/in/titobohrt" rel="nofollow" target="_blank">Linkedin</a> or send him an email: <a href="mailto:tito@altisales.com">tito@altisales.com</a>

Episode 63: Sales Organization Architecture - Tito Bohrt

Jeb Blount

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of  Fanatical Prospecting. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue.   Episode Highlights:  Introducing Jeb Blount Why balanced prospecting is the best technique Targeting direct and indirect influencers Voicemail as a marketing tool Jeb Blount’s method for improving sales How sales has changed over time Using empathy Why smart companies constantly train their employees    Resources:   Predictable Prospecting by Marylou Tyler  Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Sales Gravy University Connect with Jeb Blount on his blog,  Twitter, Youtube, personal Facebook, professional Facebook, and Instagram. You can also send him a connection on Linkedin  Sales Gravy Podcast Email Jeb at jeb@salesgravy.com or call him direct 1-888-360-2249 

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of <a href="https://www.amazon.com/Fanatical-Prospecting-Conversations-Leveraging-Telephone/dp/1119144752" rel="nofollow" target="_blank"> Fanatical Prospecting</a>. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue. Episode Highlights: <ul> <li>Introducing Jeb Blount</li> <li>Why balanced prospecting is the best technique</li> <li>Targeting direct and indirect influencers</li> <li>Voicemail as a marketing tool</li> <li>Jeb Blount’s method for improving sales</li> <li>How sales has changed over time</li> <li>Using empathy</li> <li>Why smart companies constantly train their employees</li> </ul> Resources: <ul> <li><a href="https://www.amazon.com/Predictable-Prospecting-Radically-Increase-Pipeline/dp/1259835642" rel="nofollow" target="_blank"> Predictable Prospecting</a> by Marylou Tyler</li> <li><a href="https://www.amazon.com/Fanatical-Prospecting-Conversations-Leveraging-Telephone/dp/1119144752" rel="nofollow" target="_blank"> Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling</a> by Jeb Blount</li> <li><a href="http://www.salesgravy.com/online-sales-training/" rel="nofollow" target="_blank">Sales Gravy University</a></li> <li>Connect with Jeb Blount on his <a href="http://jebblount.com/" rel="nofollow" target="_blank">blog</a>, <a href="https://twitter.com/SalesGravy?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor" rel="nofollow" target="_blank"> Twitter</a>, <a href="https://www.youtube.com/user/salesgravy" rel="nofollow" target="_blank">Youtube</a>, personal <a href="https://www.facebook.com/SalesGravy" rel="nofollow" target="_blank">Facebook</a>, professional <a href="https://www.facebook.com/jebondemand" rel="nofollow" target="_blank">Facebook</a>, and <a href="https://www.instagram.com/salesgravy/" rel="nofollow" target="_blank">Instagram</a>. You can also send him a connection on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow" target="_blank">Linkedin</a></li> <li><a href="https://itunes.apple.com/us/podcast/sales-gravy-jeb-blount/id219558725?mt=2" rel="nofollow" target="_blank"> Sales Gravy Podcast</a></li> <li>Email Jeb at <a href="mailto:jeb@salesgravy.com">jeb@salesgravy.com</a> or call him direct 1-888-360-2249</li> </ul>

Episode 25: Techniques to Strengthen Pipeline and Boost Revenue - Jeb Blount

Pat Helmers

Do you clam up when you finally get on the phone with your prospect? Or worse, do you follow a pre-planned script without letting your prospect get a word in edgewise? On this episode of Predictable Prospecting we’re joined by sales expert and host of the iconic Sales Babble Podcast Pat Helmers for a discussion on why listening is the most important part of sales. Pat shares his unique framework for qualifying sales leads, and walks us through his process for having a great conversation with a prospect. This episode is a must-listen! Episode Highlights:  Pat Helmer’s biggest qualifying pet peeve The SORT questions and the DUM questions: A framework for qualifying Why startup companies have a difficult time pitching their product How to begin the SORT and DUM process Closing the sale Letting go of the fear of silence  Resources:  Pat Helmer’s worksheet for mastering the SORT and DUM framework: Sales Babble Podcast 

Do you clam up when you finally get on the phone with your prospect? Or worse, do you follow a pre-planned script without letting your prospect get a word in edgewise? On this episode of Predictable Prospecting we’re joined by sales expert and host of the iconic <a href="http://www.salesbabble.com/" rel="nofollow" target="_blank">Sales Babble Podcast</a> Pat Helmers for a discussion on why listening is the most important part of sales. Pat shares his unique framework for qualifying sales leads, and walks us through his process for having a great conversation with a prospect. This episode is a must-listen! Episode Highlights: <ul> <li>Pat Helmer’s biggest qualifying pet peeve</li> <li>The SORT questions and the DUM questions: A framework for qualifying</li> <li>Why startup companies have a difficult time pitching their product</li> <li>How to begin the SORT and DUM process</li> <li>Closing the sale</li> <li>Letting go of the fear of silence</li> </ul> Resources: <ul> <li>Pat Helmer’s worksheet for mastering the SORT and DUM framework:</li> <li><a href="http://www.salesbabble.com/" rel="nofollow" target="_blank">Sales Babble Podcast</a></li> </ul>

Episode 54: The Power of Asking Questions - Pat Helmers

Anthony Iannarino

Do you know what the four levels of value are, or how you can win clients over from your competitors by creating more value for your clients? Today’s guest didn’t just write the book on that subject, he actually wrote three books on the subject. Anthony Iannarino is the author of The Only Sales Guide You’ll Ever Need, The Lost Art of Closing, and his latest book, Eat Their Lunch. These books are a trilogy of useful information for salespeople. Listen to the episode to hear how Anthony suggests using these books, why he believes it’s important to separate service and product, and how to apply his four levels of value to different stakeholders. Episode Highlights:  Anthony’s books Separating service and product Winning clients by creating greater value than competitors The four levels of value How the four levels of value apply to the different stakeholders Winning with the intangibles  Resources: Anthony Iannarino  The Only Sales Guide You’ll Ever Need  The Lost Art of Closing  Eat Their Lunch

Do you know what the four levels of value are, or how you can win clients over from your competitors by creating more value for your clients? Today’s guest didn’t just write the book on that subject, he actually wrote three books on the subject. Anthony Iannarino is the author of The Only Sales Guide You’ll Ever Need, The Lost Art of Closing, and his latest book, Eat Their Lunch. These books are a trilogy of useful information for salespeople. Listen to the episode to hear how Anthony suggests using these books, why he believes it’s important to separate service and product, and how to apply his four levels of value to different stakeholders. Episode Highlights: <ul> <li>Anthony’s books</li> <li>Separating service and product</li> <li>Winning clients by creating greater value than competitors</li> <li>The four levels of value</li> <li>How the four levels of value apply to the different stakeholders</li> <li>Winning with the intangibles</li> </ul> Resources: <a href="https://thesalesblog.com/" rel="nofollow" target="_blank">Anthony Iannarino</a> <a href="https://www.amazon.com/dp/B01K1ATYQ4/ref=dp-kindle-redirect?_encoding=UTF8&amp;btkr=1" rel="nofollow" target="_blank"> The Only Sales Guide You’ll Ever Need</a> <a href="https://www.amazon.com/dp/B01MSVZGTL/ref=dp-kindle-redirect?_encoding=UTF8&amp;btkr=1" rel="nofollow" target="_blank"> The Lost Art of Closing</a> <a href="https://www.amazon.com/Eat-Their-Lunch-Customers-Competition-ebook/dp/B079WMGSL5" rel="nofollow" target="_blank"> Eat Their Lunch</a>

Episode 126: Creating Value to win over Clients - Anthony Iannarino

Peter Lang

The goal of the prospector is to generate good leads and close sales, and sometimes it’s worth seeking out options from someone who operates differently than the way that you do in order to improve your techniques. Today’s guest is Peter Lang, CEO and founder of the Uhuru Network Uhuru is a company that drives client success by increasing monthly leads, generating site visitors and more. Listen to the episode to hear more about how Peter’s company works, what the onboarding process looks like for Uhuru’s clients, and how the GDPR affects Peter’s business. Episode Highlights:  Why Peter was interested in offering agency instead of in-house The typical onboarding process for Peter’s clients How the selection of accounts works How to add value while disqualifying at the same time Why providing value by giving away something that other companies charge for is a way to stay competitive How the GDPR affects Peter’s model in other countries The steps it takes to close the data range  Resources: Peter Lang Uhuru Network Peter’s Email: plang@uhurunetwork.com

The goal of the prospector is to generate good leads and close sales, and sometimes it’s worth seeking out options from someone who operates differently than the way that you do in order to improve your techniques. Today’s guest is Peter Lang, CEO and founder of the Uhuru Network Uhuru is a company that drives client success by increasing monthly leads, generating site visitors and more. Listen to the episode to hear more about how Peter’s company works, what the onboarding process looks like for Uhuru’s clients, and how the GDPR affects Peter’s business. Episode Highlights: <ul> <li>Why Peter was interested in offering agency instead of in-house</li> <li>The typical onboarding process for Peter’s clients</li> <li>How the selection of accounts works</li> <li>How to add value while disqualifying at the same time</li> <li>Why providing value by giving away something that other companies charge for is a way to stay competitive</li> <li>How the GDPR affects Peter’s model in other countries</li> <li>The steps it takes to close the data range</li> </ul> Resources: <a href="https://www.linkedin.com/in/peterclang/" rel="nofollow" target="_blank">Peter Lang</a> <a href="https://uhurunetwork.com/" rel="nofollow" target="_blank">Uhuru Network</a> Peter’s Email: plang@uhurunetwork.com

Episode 122: Generating Leads and Closing Sales - Peter Lang

Mark Hunter

Even with all of the social media and automated sales tools available, a one-on-one conversation over the telephone can still be a powerful selling tool, especially among consumers that value authenticity. The resurgence of the telephone call is one of the things that today’s guest talks about in this episode. Mark Hunter is an author, speaker, coach, and consultant, as well as the Co-Founder of the Outbound Conference. Listen to the episode to hear what Mark has to say about what’s new in prospecting, the difference between informed calling and col calling, and how to get into the prospecting mindset. Episode Highlights:  What’s new in prospecting Why the telephone is making a resurgence and what Millennials have to do with it Informed calling vs. cold calling The place of automated follow-up systems in prospecting Positive feedback that Mark has gotten about his book Using social media for prep work How to get into the prospecting mindset The Outbound Conference  Resources: Mark Hunter The Sales Hunter  High-Profit Prospecting Outbound Conference

Even with all of the social media and automated sales tools available, a one-on-one conversation over the telephone can still be a powerful selling tool, especially among consumers that value authenticity. The resurgence of the telephone call is one of the things that today’s guest talks about in this episode. Mark Hunter is an author, speaker, coach, and consultant, as well as the Co-Founder of the Outbound Conference. Listen to the episode to hear what Mark has to say about what’s new in prospecting, the difference between informed calling and col calling, and how to get into the prospecting mindset. Episode Highlights: <ul> <li>What’s new in prospecting</li> <li>Why the telephone is making a resurgence and what Millennials have to do with it</li> <li>Informed calling vs. cold calling</li> <li>The place of automated follow-up systems in prospecting</li> <li>Positive feedback that Mark has gotten about his book</li> <li>Using social media for prep work</li> <li>How to get into the prospecting mindset</li> <li>The Outbound Conference</li> </ul> Resources: <a href="https://www.linkedin.com/in/markhunter/" rel="nofollow" target="_blank">Mark Hunter</a> <a href="https://thesaleshunter.com/" rel="nofollow" target="_blank">The Sales Hunter</a> <a href="https://www.amazon.com/dp/B01GW9XHCA/ref=dp-kindle-redirect?_encoding=UTF8&amp;btkr=1" rel="nofollow" target="_blank"> High-Profit Prospecting</a> <a href="https://outboundconference.com/" rel="nofollow" target="_blank">Outbound Conference</a>

Episode 129: The Resurgence of Telephone Sales - Mark Hunter

Jay Abraham

Content is what moves a prospect through the sales pipeline. How do you know what content to create and when to deliver it? On this episode I discuss how to use thought stages to plan inbound marketing efforts. I believe that every sales conversation has the potential to provide valuable information. Tracking and using details such as prospect awareness and pain points helps fine tune content and increases conversions. Episode Highlights:  Uncovering personality and pain points of ideal clients   How to learn from a “no”   The importance of a call to action   How to use immediate feedback   Identifying where a prospect is on the spectrum of awareness   Using thought stages     Quotes/Tweets: "You owe it to the right markets to really reach and serve them." - Jay “Ask meaningful questions, not vanity questions.” - Marylou "All categories of buyers, all stages of buyers, they're not all worth the same." - Jay

Content is what moves a prospect through the sales pipeline. How do you know what content to create and when to deliver it? On this episode I discuss how to use thought stages to plan inbound marketing efforts. I believe that every sales conversation has the potential to provide valuable information. Tracking and using details such as prospect awareness and pain points helps fine tune content and increases conversions. Episode Highlights: <ul> <li>Uncovering personality and pain points of ideal clients</li> </ul> <ul> <li>How to learn from a “no”</li> </ul> <ul> <li>The importance of a call to action</li> </ul> <ul> <li>How to use immediate feedback</li> </ul> <ul> <li>Identifying where a prospect is on the spectrum of awareness</li> </ul> <ul> <li>Using thought stages</li> </ul>  Quotes/Tweets: "You owe it to the right markets to really reach and serve them." - Jay “Ask meaningful questions, not vanity questions.” - Marylou "All categories of buyers, all stages of buyers, they're not all worth the same." - Jay

Episode 27: Planning Inbound Marketing Efforts through Thought Stages - Jay Abraham

David Fisher

If you work the top of the funnel, it’s easy to believe that you don’t need to build a deep rapport with your prospects. Once you get your foot in the door, your job is to hand them off to another representative, so building more than a superficial relationship may seem unnecessary. However, today’s guest believes that sales is all about the human connection, no matter where you are in the sales process. David Fisher is a coach, speaker, and the author of a number of books. In today’s episode, David is discussing his book called Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection. Listen to the conversation to hear about why David believes that human connection matters at all parts of the funnel, how to build rapport in just a minute or two, and why face-to-face communication matters so much. Episode Highlights:  Whether the human connection is necessary at all stages of the pipeline Why the human connection matters even at the top of the funnel How you can build rapport in just one or two minutes How you can build on your own natural traits The importance of face-to-face communication How to get started practicing the concepts in David’s book  Resources: David Fisher's Predictable Prospecting Landing Page  Hyper-Connected Selling David on LinkedIn David on Twitter

If you work the top of the funnel, it’s easy to believe that you don’t need to build a deep rapport with your prospects. Once you get your foot in the door, your job is to hand them off to another representative, so building more than a superficial relationship may seem unnecessary. However, today’s guest believes that sales is all about the human connection, no matter where you are in the sales process. David Fisher is a coach, speaker, and the author of a number of books. In today’s episode, David is discussing his book called Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection. Listen to the conversation to hear about why David believes that human connection matters at all parts of the funnel, how to build rapport in just a minute or two, and why face-to-face communication matters so much. Episode Highlights: <ul> <li>Whether the human connection is necessary at all stages of the pipeline</li> <li>Why the human connection matters even at the top of the funnel</li> <li>How you can build rapport in just one or two minutes</li> <li>How you can build on your own natural traits</li> <li>The importance of face-to-face communication</li> <li>How to get started practicing the concepts in David’s book</li> </ul> Resources: <a href="https://davidjpfisher.com/podcast/predictable/" rel="nofollow" target="_blank">David Fisher's Predictable Prospecting Landing Page</a> <a href="https://www.amazon.com/Hyper-Connected-Selling-Leveraging-Influence-Connection-ebook/dp/B071HVRX7Z" rel="nofollow" target="_blank"> Hyper-Connected Selling</a> <a href="https://www.linkedin.com/in/iamdfish/" rel="nofollow" target="_blank">David on LinkedIn</a> <a href="https://twitter.com/dfishrockstar" rel="nofollow" target="_blank">David on Twitter</a>

Episode 123: The Key to Sales is Human Connection - David Fisher

Alea Homison

Our guest today is Alea Homison, Vice President of Sales Strategy at GLG Group. What makes Alea different from some of our other guests is that she is actively working on the frontlines of sales every single day, training members of her team on the newest practices in sales enablement. She’s here today to discuss her work with GLG, her unique 3-stage hiring process for new SDRs, and her advice for curating the best sales environment possible. Episode Highlights:  Alea Homison’s role and her unique process for training and new employees GLG as a case-study for selling a service Sales enablement and the SDR team Alea’s 3 stage hiring process Creating a positive team culture Why daily role-playing with your team is the best thing you can do Hyper-personalizing your messaging Alea Homison’s top advice for SDR’s beginning to work with sales enablement  Resources: Connect with Alea Homison on Linkedin or email her at ahomison@glgroup.com

Our guest today is Alea Homison, Vice President of Sales Strategy at <a href="https://glg.it/" rel="nofollow" target="_blank">GLG Group</a>. What makes Alea different from some of our other guests is that she is actively working on the frontlines of sales every single day, training members of her team on the newest practices in sales enablement. She’s here today to discuss her work with GLG, her unique 3-stage hiring process for new SDRs, and her advice for curating the best sales environment possible. Episode Highlights: <ul> <li>Alea Homison’s role and her unique process for training and new employees</li> <li>GLG as a case-study for selling a service</li> <li>Sales enablement and the SDR team</li> <li>Alea’s 3 stage hiring process</li> <li>Creating a positive team culture</li> <li>Why daily role-playing with your team is the best thing you can do</li> <li>Hyper-personalizing your messaging</li> <li>Alea Homison’s top advice for SDR’s beginning to work with sales enablement</li> </ul> Resources: Connect with Alea Homison on <a href="https://www.linkedin.com/in/alea-homison-7306b9a/" rel="nofollow" target="_blank">Linkedin</a> or email her at ahomison@glgroup.com

Episode 65: Frontline Sales Strategies - Alea Homison

Chick Herbert

Can you get better performance from your team just by asking questions? Asking the right questions can build and strengthen your management coaching skills and allow your team to perform at their highest levels. Today’s guest will explain how the ability to ask the right questions can help you tap into the human potential of your team.  Chick Herbert is a Des Moines executive who’s come up with a process that he calls question-centric coaching. Listen in to hear what Chick has to say about pinpointing where people on your team are struggling, asking the right questions, and motivating your team.  Episode Highlights:   Chick’s background Chick’s working relationship with Brad Williams Pinpointing where people are struggling Asking questions that get people to contemplate their own struggles and behavior The frustration of witnessing ineffective leaders What about Chick’s process motivates people Tracking progress Whether styles of coaching differ based on sales roles Extending knowledge to other team members What to do when you’re not used to asking questions How to use silence The value of preparation Truth and ground truth   Resources:  Chick Herbert It Begs the Question Chick on Twitter Email Chick: Chick.Herbert2@gmail.com

Can you get better performance from your team just by asking questions? Asking the right questions can build and strengthen your management coaching skills and allow your team to perform at their highest levels. Today’s guest will explain how the ability to ask the right questions can help you tap into the human potential of your team.  Chick Herbert is a Des Moines executive who’s come up with a process that he calls question-centric coaching. Listen in to hear what Chick has to say about pinpointing where people on your team are struggling, asking the right questions, and motivating your team.  Episode Highlights:  <ul> <li>Chick’s background</li> <li>Chick’s working relationship with Brad Williams</li> <li>Pinpointing where people are struggling</li> <li>Asking questions that get people to contemplate their own struggles and behavior</li> <li>The frustration of witnessing ineffective leaders</li> <li>What about Chick’s process motivates people</li> <li>Tracking progress</li> <li>Whether styles of coaching differ based on sales roles</li> <li>Extending knowledge to other team members</li> <li>What to do when you’re not used to asking questions</li> <li>How to use silence</li> <li>The value of preparation</li> <li>Truth and ground truth </li> </ul> Resources:  <a href="https://www.linkedin.com/in/chick-herbert-9a38231" rel="nofollow" target="_blank">Chick Herbert</a> <a href="https://www.questioncentriccoaching.com/" rel="nofollow" target="_blank">It Begs the Question</a> <a href="https://twitter.com/chickherbert?lang=en" rel="nofollow" target="_blank">Chick on Twitter</a> Email Chick: Chick.Herbert2@gmail.com

Episode 137: Ask the Right Questions - Chick Herbert

Jason Treu

How does trust between team members translate to better communication and higher performance? And how can you translate your trust-building skills to your sales calls in order to build rapport quickly? To explore these questions and more, Jason Treu joins today’s podcast episode. Jason is an executive coach who works with teams to help them build trust and communication skills and increase performance. He’s also the author of the book Social Wealth. Listen in to hear what Jason has to say about the top issues in the sales industry today, how to turn a team into a cohesive unit, and how to build rapport in the first few minutes of a phone call. Episode Highlights:  The top issues Jason sees in the industry today The importance of hiring Whether any type of team can be turned into a cohesive team Where to start in building a trust mindset The trust-building process Building rapport in the first few minutes of a call Jason’s book, Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network What can be done to start getting teams to high performance  Resources: Jason Treu  Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network

How does trust between team members translate to better communication and higher performance? And how can you translate your trust-building skills to your sales calls in order to build rapport quickly? To explore these questions and more, Jason Treu joins today’s podcast episode. Jason is an executive coach who works with teams to help them build trust and communication skills and increase performance. He’s also the author of the book Social Wealth. Listen in to hear what Jason has to say about the top issues in the sales industry today, how to turn a team into a cohesive unit, and how to build rapport in the first few minutes of a phone call. Episode Highlights: <ul> <li>The top issues Jason sees in the industry today</li> <li>The importance of hiring</li> <li>Whether any type of team can be turned into a cohesive team</li> <li>Where to start in building a trust mindset</li> <li>The trust-building process</li> <li>Building rapport in the first few minutes of a call</li> <li>Jason’s book, Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network</li> <li>What can be done to start getting teams to high performance</li> </ul> Resources: <a href="https://jasontreu.com/" rel="nofollow" target="_blank">Jason Treu</a> <a href="https://smile.amazon.com/dp/0692850155?tag=amz-mkt-chr-us-20&amp;ascsubtag=1ba00-01000-org00-win10-other-smile-us000-pcomp-feature-scomp-wm-5&amp;ref=aa_scomp" rel="nofollow" target="_blank"> Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network</a>

Episode 136: Building Trust - Jason Treu

Carman Pirie

Is the funnel model fundamentally flawed? If so, how do salespeople approach that problem in a new and different way? Today’s guest will help explain why it may be helpful to think about the funnel in a different way. Carman Pirie is the Co-Founder of Kula Partners, which is currently handling mostly manufacturing clients. Carman is working on turning the funnel sideways – but what does that mean? Listen in to find out, as Carman discusses why he’s excited about his work, how to get companies to think in a way that emphasizes personalization, and how to get past resistance to sales’ involvement in building campaigns.  Episode Highlights:  Why Carman got excited about the work that he does How Carman is turning the funnel sideways Carman’s process for starting conversations How to get companies to think in a more personalized way How to get past resistance to letting sales build campaigns What changes in marketing when dealing with a smaller number of accounts Starting the engagement process Direct mail segmentation How firms get started with Kula Partners  Resources:  Carman Pirie Kula Partners

Is the funnel model fundamentally flawed? If so, how do salespeople approach that problem in a new and different way? Today’s guest will help explain why it may be helpful to think about the funnel in a different way. Carman Pirie is the Co-Founder of Kula Partners, which is currently handling mostly manufacturing clients. Carman is working on turning the funnel sideways – but what does that mean? Listen in to find out, as Carman discusses why he’s excited about his work, how to get companies to think in a way that emphasizes personalization, and how to get past resistance to sales’ involvement in building campaigns.  Episode Highlights: <ul> <li>Why Carman got excited about the work that he does</li> <li>How Carman is turning the funnel sideways</li> <li>Carman’s process for starting conversations</li> <li>How to get companies to think in a more personalized way</li> <li>How to get past resistance to letting sales build campaigns</li> <li>What changes in marketing when dealing with a smaller number of accounts</li> <li>Starting the engagement process</li> <li>Direct mail segmentation</li> <li>How firms get started with Kula Partners</li> </ul> Resources: <a href="https://www.linkedin.com/in/pirie/?originalSubdomain=ca" rel="nofollow" target="_blank"> Carman Pirie</a> <a href="https://kulapartners.com/" rel="nofollow" target="_blank">Kula Partners</a>

Episode 139: Turning the Funnel Sideways - Carman Pirie

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